Book Index
Book sub-page (subject index)
The topics covered in B2B sales management for start-ups and SMEs are
1: The scalable sales organisation
What are the key elements we can define to make our sales organisation scalable?
2: Your sales strategy and growth model
How exactly are you going to grow your revenues?
3: Defining your sales process and customer journey
How can you best develop potential customers into loyal advocates?
4: B2B Personal selling under the microscope
What are the essential elements of typical B2B selling?
5: Your unique sales methodology
What are the specific routines, attitudes and processes that define good selling in your context?
6: Lead generation
What methods could you use to generate new opportunities?
7: Your unique value proposition and pricing
Why should customers buy from you and how much should they pay you?
8: Sales organisation structures
What structure is most appropriate for your sales approach and stage of growth?
9: The work of sales managers in start-ups and SMEs
How do effective sales managers spend their time?
10: Targets, forecasts, budgets and KPIs
What are the essential measures to manage sales organisations and how can we derive them?
11: Pipeline and opportunity management
How can we best manage this most essential of sales tasks?
12: Sales technology
Why is successful selection and deployment of sales technology so important for growth?
13: The vital importance of sales training
What does good development look like for sales teams?
14 Account Management
What can we do to make sure our hard-won customers stay with us?
15 Compensation, incentives and prizes
How do we ensure we have competitive, motivating incentive schemes in place that align to our sales strategy?
16: Recruitment and onboarding
How do we find the best salespeople and set them up for success?
17: Working with partners and resellers
When should we sell through other organisations and how can we best manage these relationships?
18: Evolving your sales organisation
How can you ensure your sales organization adapts to a changing environment?